A new role has been created for a Sales Leader, EMEA to drive team performance to achieve significant growth

1. For a Global Industrial Technology
Business
Sales Leader, EMEA
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JOB ADVERT

2. Company Profile
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JOB ADVERT
Founded in 1942 our US headquartered client boasts a
diverse product portfolio that supports network
architectures and applications from the headend to the
premises.
With manufacturing locations spanning across five
continents our client has delivered a number of industry
firsts and holds more patents in connector technology
than any other company worldwide.
Our client has experienced tremendous growth over the
last decade after being acquired by one of the world’s
leading signal transmission solutions providers. In recent
years, the company has built a broad fibre optic portfolio
and grown from a copper products supplier to a true end-
to-end broadband solutions provider.
Our client:
Is listed on the NYSE
Is fast-paced and deeply entrepreneurial, with a long heritage.
The culture is commercially driven with continuous
improvement as a way of life
Generates year-on-year growth with the wider groups
revenues in the $2B to $3B range and EBITDA runs into the
hundreds of millions
Is part of a wider group of companies who have invested over
one billion dollars in acquisitions in recent years
Have capitalised lean techniques which has driven impressive
productivity gains
Employ leaders who are sophisticated influencers and
operators, yet are hands-on. There are no ‘ivory towers’
Is currently capitalising on several key growth opportunities
within Industrial Automation, Smart Buildings and Broadband
Solutions
Has talent development plans which are robust, realistic,
supportive and serve high potential staff members with
diverse aspirations

3. Role Context
Summary of Role:
To successfully lead the Sales organisation to drive profitable growth throughout EMEA. The
role is pivotal in transferring the Company's strategy into timely and practical execution;
ensuring the organisation is structured, resourced, directed, and capable to deliver against
the requirements of the business plan and the strategy. Proactively drive sales initiatives to
successfully deliver against forecast on a quarterly and yearly basis.
Role Reports to: VP Strategy and
Business Development
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Reason for Recruitment:
This position has become available due to increased growth within the organisation.
Location: This person may reside
anywhere in Europe

4. Key Responsibilities
Ownership for a defined set of sales targets aligned to the responsibilities of the role, taking accountability for meeting and
exceeding these targets over a sustained period
Create, develop and lead a professional and high-performance sales organisation to deliver growth in revenue in existing
accounts, maximise share of wallet and develop new accounts
Strategically plan, develop and execute against sales plans to meet the strategic goals of the organisation and drive profitable
growth
Lead and implement programs to optimise against targets, including customer account reviews, embedding sales processes
and tools, organisational design of teams and management of performance
Measure/report business performance utilising the companies tools and methodologies
Provide commercially focused input to support the Executive Leadership Team’s decision-making process
Take ownership and accountability to proactively identify, build and drive sales initiatives to achieve quarterly and annual
forecasts
Build a strong appreciation of the competitive market, keeping abreast of key trends, predictions and activities to ensure the
sales organisation has strong professional relationships with key influencers
Build long-term, value-adding relationships with Customers and Channel partners where active involvement by the
management role has been determined as critical for success
Drive business development activities through the region including identification of new market opportunities
Coach virtual account team across functions to carry out the account business and action plan
Coordinate new product introduction and lead contract negotiations with Strategic Accounts
Communicate the vision and goals to the team to ensure clarity of mission
Form positive working relationships with critical business functions to ensure speedy issue resolution, proactive sharing of
business intelligence and coordination of activities
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5. Candidate Profile
Educated to degree level in Business (administration, economics) Marketing degree or relevant Engineering
subject or possess a track record in professional career relevant to accountabilities of the role
Experience of working within a medium to large sized international B2B organisation
Experience of successfully operating in a matrix environment
Experience of managing change including organisational change - international context advantageous
Experience of developing and improving sales team performance
Experience of working with an applying robust sales processes and tools – CRM, funnel management, etc.
Experience of Miller Heiman methodology advantageous
Experience should include managing an international customer base, strategic management of pricing and
integration of new businesses (acquisitions or mergers)
Proven track record within a sales leadership role (channel and end users) within a relevant industry –
experience should include responsibility for sustained sales growth in existing & new business and multiple
countries
Demonstrate sufficient technical affinity to operate successfully in Broadband Solutions both internally and
with external customers
Numerate, demonstrating the ability to analyse key business and financial metrics to support commercial
business decision
Demonstrate excellent communication and presentation skills, both verbally and in writing
Ability to travel in order to fulfil the duties of the role essential
Proven ability to work successfully in a fast paced and pressured work environment
Demonstrate a pro-active, flexible and pragmatic approach
English fluency to business standard essential, other languages advantageous
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6. And in return…
Collingwood has partnered this technology business for over 15 years now. They have a history of
attracting the best talent in the market and driving career development for these individuals.
The focus is on finding the highest calibre candidate and subsequently the salary banding is broad, the
best candidates can be confident that a strong offer will be made.
The package will comprise of a basic salary, bonus and other standard benefits.
Bonus very much rewards individuals that overachieve on targets, with substantial accelerators in place.